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Most discovery stops one question too early. Stay on the buyer's answer, handle pushback in their words, and play back the problem before you offer anything. Four short films, four practice rounds and a check, in about 35 minutes.
The deal is in the second question.
The buyer's first answer is the polite one. The real problem sits one question behind it, and most calls never get there because the rep starts pitching as soon as the buyer stops talking.
This course teaches Carrow's method for the two moments that decide a deal. In discovery: Open, Stay, Play back. Open with one real question, stay on the answer, and play back what you heard before you offer anything. When the buyer pushes back: Name it, Narrow it, Test it. Say the objection back in their words, narrow it to the one thing behind it, and test a next step against that one thing.
Each lesson is one short film or one practice round. You'll run two buyer conversations where you choose the next line and the buyer reacts, answer a round of pushback against the clock, and then ask the second question on one real call of your own.
Four short films, one move each
Four practice rounds: two buyer conversations, a rapid drill and one real call
A knowledge check at the end, then your Carrow Practitioner certificate: Discovery & Objections
About 35 minutes, plus the call.